This is a tough period in history, with the potential for an unprecedented recession. So, if you have established subscription revenues, now is the time to double down on retention. But it’s also about growth. Subscription leaders will protect recurring revenues today. They will also create the runway for optimal growth when the markets recover. […]
Show me the [expansion] money
Expansion revenue is where it’s at. But are you match fit? The cost of acquiring customers is increasing. In today’s economic climate, embracing smaller renewals is better than full churn. But, that means expansion revenue needs to make up the short fall. Expansion revenue is extra money generated from existing customers It isn’t as simple […]
A hero metric for product engagement
In b2b premium information products, consumption of content is not necessarily value. Time on site does not always mean value – maybe the opposite. Visits may be infrequent. So, how might we unlock the connection between engagement and retention in b2b subscriptions? The Substribe SubsLab is about compressing learnings – often built over a long […]
Why it’s time to ditch b2b subscriptions*
*ditch BAD b2b subscriptions. The brilliant thing about subs is they get you close to your customers for a long time. As well as the by-product of compounding growth for your business (net revenue retention, etc). Subscriptions truly work when you get close to your customers in a way that creates an exchange of value. […]
Part Four: Recurring value
In the final part of our series, we investigate the importance of ensuring your customer gains value from their subscription early on in their relationship with your product. Building block 4: Time-to-value (TTV) On-boarding subscribers is critical. Time-to-Value (TTV) is the amount of time it takes a new customer to realise value from your product, […]
Part Three: Value-based pricing
In the third part of our series, we delve into subscription pricing and how understanding customer perception of the value, is vital. Building block 3: Value-based pricing Value-based pricing is finding out what customers are willing to pay for, based on their perception of value. This approach can identify groups of customers who are poised […]
Part Two: Customer obsession
In the second part of our series, we take a look at how successful b2b subscription businesses place the customer at the heart of all operations, in order to win big. Building block 2: Customer Obsession Excellent subscription companies obsess about their customers. Teams across the organisation need to know, and agree, who the customer […]
Part One: Purposeful organisation
The following checklist is useful to assess where you are now and what to do next. Use the questions as a basic diagnostic to help figure out your gaps. The more you answer ‘Yes’, the better your position. Think about your next step to take to close the gap on subscription excellence. Building block 1: […]
Revolutionising Retention
What if I told you everything you thought you knew about retention was wrong? What if I told you, you need to rip up the renewal rule book and start again? WARNING – that’s exactly what you need to do, and our latest masterclass “Unlocking Recurring Revenues with Net Revenue Retention” outlines every step to […]
Optimising your subscription business for customer value
Subscriptions are nothing new. Traditional subscription companies kept customers at arm’s length. Subscriptions were an efficient financial model of recurring contracts. Now, high-performing subscription companies obsess over customers. Examples of this include the movement to memberships and community. But looking further afield to Software-as-a-Service (SaaS), it is about putting the success of the customer first […]
